Shorten your sales cycle with a Key Criteria Report

GigaOm’s Key Criteria reports are a vital tool for your GTM and sales processes. They help IT decision makers better understand the key features and capabilities to explore in a product or solution and gain deeper insight into the value proposition of your product.



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A GigaOm Key Criteria report analyzes the most important features of a technology category to help IT professionals understand how solutions may impact an enterprise and its IT organization. These features are grouped into three categories:

Table Stakes: Assumed Value
Key Criteria: Differentiating Value
Emerging Technologies: Future Value

Over time, advances in technology and tooling enable emerging technologies to evolve into key criteria, and key criteria to become table stakes.

A vital tool for your GTM and sales process

The Key Criteria report enables CXO’s, Architects, and IT Directors and Managers to quickly recognize the suitability of your product for their business requirements.

  1. Helps your customers create RFP’s that align with your products features and value proposition.
  2. Outlines functional and non-functional requirements for you to establish product fit tuned to your customers’ needs.

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The GigaOm Key Criteria report analyzes the most important features of a technology category to help IT professionals make informed decisions on solutions.

Yes, the Key Criteria informs the GigaOm Radar with functional and non-functional requirements.

  1. Largely the answer is down to table stakes, i.e. the set of things a tech solution category does. Relevance is defined by functionality, not market presence. In this way we’re following the same steps as a technology buyer and creating a level playing field (as best we can) for evaluation.
  2. This means we’re looking from the perspective of the technical buyer, not the marketing-driven seller. Just because a vendor doesn’t come up against certain companies in sales, that doesn’t mean they aren’t relevant, particularly given how fast markets can change.
  3. To help make things clear for participants, we’re (planning on) creating a set of inclusion criteria for each report. We also welcome conversations with vendors about what categories they feel they do play in, as part of how we put our research schedule together.

We will work with our sales and analyst teams to identify other Key Criteria reports your company is featured in, and will endeavor to share approximate timelines for fact check.

Our research proposals set out the key criteria we will be using to judge and rank solutions for the Radar – we’ll share it with you in your original invitation to join the research.

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